GREGORY THOMAS FOSS

P.O. Box 969, Summerfield, NC 27358

336.501.5695 | gfoss133@msn.com
www.linkedin.com/in/gregfoss1

SALES & BUSINESS DEVELOPMENT EXECUTIVE

LEADERSHIP | EXECUTION | RESULTS
Senior leader with a passion for improving business performance and delivering exceptional results.
Experienced in leading
regional, national, and international teams to record setting sales
performances, developing new products, opening distribution channels, leveraging technology and
designing processes that cut costs and improve efficiencies. Skilled in diagnosing inconsistent
financial performance and leading turn around strategies in a variety of different industries.
Persuasive and informative communicator who can connect to any audience. Effective at converting
opportunities to sales, connecting activities to results, creating new and better solutions to old
problems, increasing margins, lowering operating costs, and improving productivity.

BACKGROUND
NAVISTAR,
Current

Chicago,

IL

Leading U.S. transportation manufacturer

Director Strategic Product Growth

Responsible for the development and implementation of key strategic initiatives including ecommerce, proprietary parts content on new vehicles, dealer network training and increasing market
penetration of Fleetrite private label products.
Piloted sales and marketing effort that set record sales month of Fleetrite private label product.
Revised and broadened content of dealer training program to include 75% more LMS availability
and hands-on fixed operations workshops.
Designed first steps of new truck proprietary parts initiative projected to increase revenue by
$60M by 2018.
VOLVO GROUP TRUCKS, Greensboro, NC
World leader in transportation solutions.

2012 2015

Director Aftermarket Sales

Increased Mack / Volvo Truck North American aftermarket and proprietary wholesale parts sales to
over 450 U.S. and Canadian dealers utilizing a 34 person regional and national fleet account team.
Implemented 4Dx activity / scoreboard sales management process with regional and national
account teams that produced over 10% annual sales increase between 2012 and Q2 2015. Sales
outpaced both the heavy duty industry as a whole and company set objectives.
Lead development and implementation of consultative selling process using MAPP (Market Area
Parts Potential), an online analytic tool that merged dealer sales data to fleet profiles and a
territory management system to better recognize potential sales opportunities. Participating
dealers outpaced their regional market growth by an average of 7%.
Improved opportunity recognition, win / loss analysis, and RFQ management with national
account sales team, resulting in over $29M additional sales revenues and 12% sales growth with
top 25 fleets in 2014.
Created a leadership development program for high potential District Parts Managers and Parts
Marketing personnel that resulted in 85% promotion rate from within the group.
PINNACLE CONSULTING, Waco, TX

Consulting and training focused on improving the performance of small businesses.

2011 2012

Business Consultant
Advice and services included business planning, loan packaging, improving operational performance,
asset valuation, cash management, management training, and market development to small
businesses.
Organized high performance component manufacturers pricing strategy that secured a new
business agreement with a large three step warehouse distributor.

 Reorganized an outside sales team and revised the compensation structure for an independent
auto parts store group that resulted in +7% YOY sales growth and a dramatic improvement in
employee satisfaction scores.
Facilitated Franklin Covey 7 Habits for Managers and 4 Disciplines of Execution training to NFP
organization.

GREGORY THOMAS FOSS

gfoss133@msn.com

Page 2

QUATRRO FPO SOLUTIONS / RSM MCGLADREY, Waco, TX

2006 2011

U.S. Top 5 provider of accounting and consulting to small and mid-size businesses.

Senior Consultant
Business development of financial services (accounting, payroll, tax, consulting) with distributors and
franchisers in automotive, grocery, and retail including: NAPA Auto Parts, CARQUEST, Bumper to
Bumper Auto Parts, NAPA Auto Care, Nash Finch Grocers, Winmark, and Honest-1 Auto Care Centers.
Developed $2M annual new revenue stream of financial and consulting services.
Secured the largest NAPA Auto Parts store group as a client, resulting in a 5% increase in financial
services revenues.
Integrated FPO Solutions accounting and tax services into Nash Finch Grocers Store Core Group
securing the position as the preferred retail accounting provider to over 3000 grocers nationwide
and growing revenues over 300%.
PARTS DEPOT, INC., Roanoke, VA

2004 2006

9th largest U.S. distributor of aftermarket automotive parts and supplies serving the Mid-Atlantic region.

Assistant Vice President Warehouses

Increased parts sales to independent jobber network, managed 30 Territory Sales Managers,
implemented Bumper To Bumper marketing programs, created strategic dealer relationships,
developed new business through changeovers, and improved the sales skills of the warehouse and
store sales teams.
Facilitated training and implementation of the Parts Depot Sales Management System (SMS)
using Sandler Sales process and Franklin Covey The 4 Disciplines of Execution to approximately
100 person retail and wholesale sales team. Increased customer product changeovers by 38%.
Increased market share of existing Jobber Customers +7%.
Created Strategic Business Partnership program with top Bumper To Bumper owners, protecting
key markets, increase sales and improve store operating revenues. Provided this group with
consolidated financial comparisons, discounted business services and market specific inventory.
Growth of this group was 9% higher than all customers during 2005-2006.
MIDWEST AUTO PARTS DISTRIBUTORS, Billings, MO

Minnesota based distributor of aftermarket automotive parts and supplies in north central U.S.

2003 2004

Director of Sales & New Business Development

Grew network sales and lead expansion efforts through changeover and acquisition of independent
automotive parts stores in western region.
Created Intensive Care program that implemented turn-around strategies for underperforming
corporate owned and independent store locations. Four markets went from losing money to
profitable during 2003.
Developed financial projection tools used to by sales team to forecast the sales and capital
requirements necessary to support increased inventory levels by their customers. This was used
to determine feasibility of additional inventory with independent customers and lead to a 130% to
sales quota performance in 2003.
GENUINE PARTS COMPANY (NAPA), Billings, MO

Worlds largest distributor of aftermarket automotive and heavy duty parts.

1996 2003

Sales & Operations Manager (1998 2003)

Managed logistic, financial, and operating performance of a distribution center serving 85
independent store locations and producing over $100M annual sales. Managed risk, protected assets,
developed new business and supervised approximately 50 warehouse and office employees.
Improved communication and feedback process resulting in three year (2000 02) highest GPC
Distribution Center Dollar Volume per Employee.
Secured over 3M dollars of annual sales growth utilizing Sun Trust Bank financing programs.
4 competitive changeovers and 2 new markets opened resulting in $4.2M additional annual sales.

EDUCATION

AND

TRAINING

Bachelor of Science, Business Administration - Kennedy-Western University, Cheyenne, WY

Certified Training Facilitator 4 Disciplines of Execution & 7 Habits for Managers, Franklin Covey
Aftermarket Leadership - Kenan Flagler Business School University of North Carolina, Charlotte,
NC
Beyond Selling Value - IMPAX Sales Process
QuickBooks Pro Advisor Certification Pro Advisor Certification